1. Sales Process Map
A step-by-step Process to reach
prospects, qualify leads, and close deals
2. Step 1: Generate More Leads
Marketing
Automation
Website
Visitors Web Form
Marketing
Automation
Inbound
Calls
Create New
leads
Marketing
Automation
Organics
Views
Web form
3. Plan and Execute Marketing
Campaigns
Plan and execute marketing campaigns that generate demand for your product or service.
Capture those leads through a variety of channels including your website.
• Google Search
• Email Marketing
• Online Ads
• Social Ads
• Partners
• Content Marketing
• Events
• Trade Shows
• PR
4. Process Flow
• Website Visitors
Organic web traffic
Ad Words referrals
Email responses
• Web Form
“Contact me” request
Free trial
Event registration
• Inbound Calls
5. Yellow pages
Google Maps
Word-of-mouth referrals
• Create New Leads
Search for the customer in Sales force
If one doesn’t exist, create a new lead
• Organic Views
Social networks
Content marketing
Online communities
• Web Form
New e-book or offer
7. Step 2. Optimize Lead Flow
• Create a closed-loop follow-up process so
leads don’t slip though the cracks. Establish a
lead qualication process to make sure all sales
reps use the same consistent methodology.
My Open
Leads
Duplicate
Leads
Working
Leads
Establish
Contact Qualified
8. • My Open Leads : Set up different views to manage your leads. For example,
“Today’s Leads” or leads sorted by lead type.
• Duplicate Lead?: The “Find duplicate” button searches for similar leads or contacts
in Salesforce. If a lead turns out to be a duplicate, easily merge the two records.
Salesforce has a number of App Exchange partners that provide high volume de-
duplication and data cleansing tools
• Working Leads : When you’re working a lead, you’ll set up a series of tasks, which
might vary based on the type of lead. For example: Day 1: Personalize mass email
Day 2: Call/voicemail Day 4: Call/voicemail Day 7: Personalize mass email
• Establish Contact?: It is becoming more difficult than ever to contact a lead. It may
take several attempts and various tactics to establish a relationship
• Qualified ? : Create a set of qualification questions, such as current situation,
product of interest, timeframe, key decision makers. If the lead is qualified,
convert it into a contact, with an associated opportunity and account .
9. Step 3. Close More Deals
• Close deals faster by providing a single place for updating deal
information, tracking opportunity milestones, and recording interactions.
Easily analyze your sales pipeline so you can quickly identify and eliminate
any bottlenecks in the sales cycle.
Open
Opportunities
Presentation Proposal Negotiation Won
10. • Open Opportunities : You can monitor your opportunity reports and dashboards to
keep track of your top deals and prioritize your time.
• Presentation :Find a business process that ts your product and sales
methodologies and processes, matching the way you already sell.
• Proposal
• Negotiation
• Won:
New
Customer
s
Marketing
Sales
Support
Won
Yes
